Distribution Sales Manager (East)

Company:

Qualcomm Technologies, Inc.

Job Area:

Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group > Sales - Sales Incentive Plan

General Summary:

The Distribution Sales Manager (DSM) is responsible for growing Qualcomm revenue and design wins within mass-market accounts in the territory. The DSM partners with reps and distribution to identify and close new opportunities across a defined set of focus products driving annual growth.

Territory is Americas East. Expected travel is 25-50% within your territory.

* This is a Remote-Based position. Candidate must be located in eastern US, with a preference for the Boston area. *

** This position is not eligible for Qualcomm immigration sponsorship. **

Key Responsibilities Include:

• Own regional strategy and execution of new business development for Dragonwing application processors and other focus products accelerating markets for Qualcomm in your territory.
• Lead Reps and Distributors (channel) sales for mass market customers served focusing on demand creation sales
• Collaborate with key stakeholders, executives, and cross-functional teams to build and gain support for long-term plans tied to revenue and demand creation goals and milestones.
• Lead demand creation and pipeline management tracking programs by application, status, actions, and owners; prioritize engagements; and guide internal teams on focus areas.
• Develop and strengthen relationships at all levels between Qualcomm and regional channel and ecosystem partners.
• Work closely with the regional sales team to support direct customers that use distribution for fulfillment.
• Identify new customers and business opportunities within your region while expanding existing ones to grow revenue by evangelizing IoT use cases, unlicensed solutions, and AI/ML.
• Develop sales strategies and build relationships with decision-makers at all levels within customer organizations, including C-level executives, across engineering, procurement, marketing, and operations.
• Maintain the sales pipeline, provide monthly forecasts, and support internal operational and financial planning processes.
• Manage key operational elements including pipeline tracking, quoting, supply management, forecasting, rebate management, and contractual negotiations.
• Cultivate strong customer intimacy by engaging regularly and reinforcing Qualcomm relevance and leadership at focus accounts.
• Support the territory with tactical tasks such as NDAs, license agreements, Salesforce, development tools, customer support and issue resolution, forecasting, pricing strategy, customer service, production, and EOL management.
• Set and maintain a regular cadence of technical training for distributor branches and reps within the assigned territory in partnership with the Field Application Engineering (FAE) team.
• Establish and manage distributor FAE priorities within the distributor account base in collaboration with the FAE team.
• Create, edit, and deliver technical product presentations; define engagement plans; and conduct demonstrations at customer sites and trade events (independently or with product-line partners).
• Plan and coordinate customer meetings (agenda, participants, messaging, value proposition, and objectives); capture notes; drive action items; assign owners; and follow up to coordinate responses.
• Understand and articulate Qualcomm’s product lineup and roadmap, as well as competitor offerings; position Qualcomm effectively and provide customer feedback to product and engineering teams.
• Use competitive and customer insights to help shape Qualcomm product direction for new applications and innovations.
• Proactively encourage customers to adopt Qualcomm solutions in adjacent or new market areas aligned to their strategic markets.
• Influence specifications and RFPs/RFQs to include features differentiated by Qualcomm.
• Manage active program/design engagements to ensure customer deliverables are met and close gaps with internal product and engineering teams.
• Consistently deliver results that meet or exceed Qualcomm business goals within the target market customer base.

Preferred Qualifications:

• Bachelor's degree and 3+ years of sales, business development, product development, or related work experience.
• Semiconductor sales experience partnering with distribution and manufacture’s reps.
• Ability to manage a territory, thinking strategically and consistently meeting or exceeding goals.
• Ability to develop and drive relationships with decision-makers at all levels within customer organizations.
• Ability to work